Negotiating With Institutions A Collaborative Case Study
Introductions • Solar Community Housing Association – Lily Tanner, Ben Pearl – Ground Leases with UC Davis • Center for Student Business – Meghan Smith, Corey Walters – Meal Plan Inclusion with UMass Auxiliary Services
Preparation • Creating and Understanding Collective Goals • Flexibility/Anticipating Problems • Crafting Your Message • Financial Preparation • Knowing Organizational/Negotiation History
Building Coalitions • Identifying Potential Partners • Reaching out to Alumni • Coordinating Action • Recognizing/Avoiding Pitfalls
Collective and Oppositional Tactics • Know Your Opponents Needs and Objectives • Creating or Recognizing Diversion • Staying on Task • The Importance of Reading Body Language and Cues
Bringing the Other Party to the Table • Identifying Stakeholders and Allies Within a Beauracracy • Leveraging Coalition Members • Identifying Communication Channels • Changing Your Plan of Attack
Framing • An Example of Framing • How to Create an Advantage Through Language • Using Anchoring Points • Changing the Status Quo
Reaching An Agreement • Knowing Your ‘Zone of Possible Agreement’ • Having Membership on Board • Anticipating the Effects of Agreements • Recognizing an Opponent’s Readiness to Deal
Questions?
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